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How do you differentiate yourself during a bid?

Discussion in 'Landscape Architecture and Design' started by zz4guy, Mar 23, 2007.

  1. zz4guy

    zz4guy LawnSite Senior Member
    Messages: 901

    Aside from price what are some things you use to set yourself apart from the competition? Schedule, quality, salesmanship, etc?

    I'm talking about small to medium sized projects that can be done well by about every company out there. How do you set yourself apart from them and convince the customer to go with you?
  2. Ric3077

    Ric3077 LawnSite Bronze Member
    Messages: 1,113

    Not by price...I am probably more than most of my competition...but most people are sick of the crappy lco never showing, or edging wrong etc...you get what you pay for...as far as competing against lco's who CAN actually do good work...I just tell them I can provide references, or in most cases they see me around so much they don't even want to shop around. I just tell them I provide a quality service for a fair price, I show up when I say I will, and I am insured so they have the piece of mind that they are not getting sued if something happens. Most don't care about insurance though...each customer is different...you kinda feel them out and figure out what is important to them and stress those points...if they are a NEAT FREAK...then stress how you blow off all clippings when done, can pick up trash in lawn for an extra $10 or whatever...
  3. mdvaden

    mdvaden LawnSite Bronze Member
    Messages: 1,946

    They can tell that I know my trade inside and out, and more thoroughly, since I'm Certified for Landscape as well as Arborist work. That seems to be very convincing as I describe the basic solutions.

    Sometimes, I look for something that they didn't mention, as an "add-on", to make my estimate different from the others - both price and description.
  4. JFF

    JFF LawnSite Member
    Messages: 248

    I make it clear i know what I am mowing (type of turf) pruning, (type of shrubs) and diagnosing (diseases or infestations).

    Just being able to have an intelligent conversation about the landscape has always served me well. Can't tell you how many people (lco's) i talk to that have no idea what the base turf they are mowing even is.
  5. JS Landscaping

    JS Landscaping LawnSite Member
    Messages: 191

    I set my company apart from others by going the extra mile for each customer. Answer all calls promptly, stick to being ontime when you have meetings with prospective clients, or any clients for that matter. Make sure your truck is clean, or whatever you take to the estimate, as well as make sure you yourself is clean and presentable. I make sure that I am clean shaven, and everything is neat and orderly on me, my truck, and any material that I may be brining to help with the sale. I usualy dress up for each client meeting. Pressed black dress pants, dress shoes, Dress shirt with company name and logo embrodiered on it, all tucked in with a belt. Cell phone stays in the truck during meetings to not have any interuptions. People judge you from the second they see you. If you show up looking like a bum, you probably wont get the job, even how good your work can be, people are driven on image as well as price and quality. Rasing the bar on profesionallism will increase your sales, and out work speaks for itself. A lot of the times the clients dont recognize me when im working in the field at thier properties due to not being all dressed up, rather in the company uniform of khaki's, black boots, black belt, and company shirt tucked in.
  6. LB1234

    LB1234 LawnSite Gold Member
    Messages: 3,208

    I don't talk about myself or my company...

    I LISTEN to my customers. This really sets you apart from the competition.
  7. mdvaden

    mdvaden LawnSite Bronze Member
    Messages: 1,946

    Maybe you and I both, wouldn't like the ads where companies boast about being better than the other guy, or the "best" in the industry, etc..
  8. supercuts

    supercuts LawnSite Silver Member
    Messages: 2,808

    typically i tell customers on the phone my min to weed out the cheap people. when i go, i tell them what day of week i will be there according to my driving schedual adn that thur/friday is booked. if they are still with me i then tell them they are responible for keeping items off lawn, being on time for payment etc.

    if they are still with me then i tell them how reliable we are, how we use new equiptment, and that we are well insured. i also tell them this is my only and full time job which is my only source of income for my family. i dont even need to tell them at this point that i wont call and say "sorry school starts next week you'll need to find someone else" or " sorry, i have to work at my regular job and i cant make it this week" like some of the part timers out there. when your formal, upfront and confident they know what your about.
  9. GreenN'Clean

    GreenN'Clean LawnSite Bronze Member
    Messages: 1,512

    Thats whats worked for me over the years
  10. Tim@AcesLCLS

    Tim@AcesLCLS LawnSite Member
    Messages: 31

    Good looks mostly

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